BUILD A BETTER CAREER WITH MSC
Serving customers and our community starts with the best people doing their best work. That is precisely what we have created at MSC Industrial Supply Co. We are a leading North American distributor of metalworking and maintenance, repair, and operations (MRO), products and services. We offer more than 2 million products and have over 80 years of experience across dozens of industries. We aim to execute our Built to Make You Better brand promise for all our stakeholders, including our associates.
Requisition ID : 18336
Employment Type : Full Time
Job Category : National Accounts
Work Location : Remote
BRIEF POSITION SUMMARY:The National Account Manager (NAM) will be responsible for positioning the MSC solution as a strategic advantage for our customers and maximizing account penetration of the full total available market. Experience articulating business drivers, balance sheets and total cost of ownership concepts with executives and decision makers, as well as, expanding relationships with key executives and decision makers is critical. Ideal candidates must have excellent communication, collaboration, strategic planning, negotiation and listening skills. The NAM must have strong process discipline and the ability to build and execute strategic account plans by collaborating cross-functionally across the entire organization.
DUTIES and RESPONSIBILITIES:
- Responsible for revenue and gross margin growth targets through maximizing penetration across assigned large accounts with annual revenue potential exceeding $2 million per year.
- Responsible to be the liaison between assigned National Accounts customers and MSC. Deliver value and new product innovation to assigned National Accounts customers through solution design and implementation resulting in profitable growth and maximum account penetration. Proactively anticipates business changes and implements new enterprise site locations as assigned to meet annual budget. Portfolio value ranges from $10 million to $25 million.
- Responsible to build relationships at the executive level and be an expert in the customer’s business, industry and future trends.
- Responsible to build relationships internally across the MSC organization and be an expert in MSC’s solutions, business systems and capabilities.
- Responsible to build and execute strategic account plans for each assigned customer through collaboration and communication with Key Accounts, Business Development, Specialists, Category and Commercial Operations.
- Responsible to follow MSC’s sales process and MSC’s sales methodology. Documentation of the sales process and sales methodology is required in CRM.
- Responsible to negotiate and renew large enterprise contracts as assigned.
- Prepare detailed financial models forecasting corporate and enterprise large account performance over life of agreement.
- Communicate financial performance expectations across leadership teams.
- Document and communicate any changes in forecast vs. actual sales on a regular basis across leadership teams.
- Proactively renew accounts without RFP whenever possible.
- Renegotiate contracts proactively for any non-compliant and or underperforming customers.
*INDICATES ESSENTIAL DUTIES
To perform this job successfully an associate must be able to perform each essential duty
Satisfactorily. The requirements listed below are representative of knowledge, experience level and abilities required. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential duties.
EDUCATION and EXPERIENCE:
- A Bachelor’s Degree in Business or the equivalent experience is required.
- Minimum of 2 years industrial/manufacturing/distributing sales experience and direct account responsibility is required.
- Demonstration of cultivating and maintaining relationship with customers’ executives is required.
SKILLS:
- Experience with large account sales and/or large account penetration, negotiation, and maintenance techniques is required.
- Ability to read and communicate understanding of customer financial statements. Customize presentations using financial models to drive compliance and customer behavior.
- Demonstrated ability to build relationships at the executive level.
- Strong sales, negotiation, and team building skills and techniques are required.
- Excellent collaboration skills required.
- Computer literacy and proficiency in word processing, spreadsheet, SFDC, and presentation software is required.
- Knowledge of e-business as it relates to national accounts is required.
- Excellent oral and written communications skills are also required.
- Demonstration of competitive spirit and ability to overcome obstacles to success
- Excellent ability to adapt to a changing environment quickly and effectively
- Proven pattern of success collaborating with business leaders with competing objectives or “mind share”
- Strategic planning involving multiyear financial models
MISCELLANEOUS:
- A valid driver’s license and the ability to travel extensively up to 75% is required.
- This position may require access to International Traffic in Arms Regulations Information (“ITAR”) and/or Controlled Unclassified Information (“CUI”).
The salary range represented is based on similar roles in comparable industries, and the cost of labor in respective cities. Actual compensation is based on the candidate’s relevant experience, education requirements and peer pay equity. The Company reserves the right to modify the range as market conditions change.
WHY MSC?
People. Collaboration. Insight. That’s how you build something that works. Built on a foundation of trust, MSC works side by side with our customers to help them drive business results. With more than one million product offerings and 80+ years of experience across industries, MSC strives to help our customers achieve greater productivity, profitability, and growth through inventory management and other innovative supply chain solutions. We care about our associates and have programs in place to help our 6,500+ team members achieve their potential.
OUR COMMITMENT TO YOU
Our associates are our top priority and investing in their well-being is one way we execute our Built to Make You Better brand promise. Alongside competitive pay, we have a comprehensive benefits program to support you and your family's health, well-being and financial future. We offer dynamic healthcare plans, generous 401K and stock purchasing programs, tuition reimbursement opportunities, and paid time away for holidays, vacations, and illness. Visit our page for a better look at our extensive benefits: Your Future Benefits.
You will also have the opportunity to join our Associate Inclusion Circles: Women, Pride, Black, Generational, Veterans, HOLA, and Able. These circles are open to all associates and are designed to promote awareness, collaboration, and respect.
EQUAL EMPLOYMENT OPPORTUNITY STATEMENT
At MSC, we are committed to providing an environment of mutual respect where equal employment opportunities are available to all qualified applicants and our associates without regard to race, color, religion, age, sex, national origin, disability, protected veteran status, sexual orientation or any category protected by applicable law. Accommodation requests can be made at any stage of the recruitment process; applicants are asked to make their needs/requirements known.
